Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). But there are things sellers can do to steer the journey and influence the path and outcomes.

B2B 198

B2B Sales Decision-making Negotiation 198

Jermaine Edwards

APRIL 3, 2020

Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. You can get more specific details on effective decision making in this blog article. In our experience, this section can happen very quickly with a clear experienced thinker and facilitator.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Arpedio

NOVEMBER 30, 2021

Back to blog. Another strategy is the Challenger Sales method which relies on delivering insight about an unknown problem or opportunity in the customer’s business that the supplier is uniquely positioned to solve. Customer: Supplier selection: “Does this do what we want it to do?” December 14, 2021.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

PandaDoc

APRIL 3, 2023

How will they use it and how will it improve or facilitate their work? Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections.

Negotiation 52

Negotiation Sales Decision-making Communication 52

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. A CRM system can streamline claims management by tracking claim status, facilitating communication between adjusters and customers, and ensuring timely payouts. This is especially important for upsell and cross-sell of policies.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. A CRM system can streamline claims management by tracking claim status, facilitating communication between adjusters and customers, and ensuring timely payouts. This is especially important for upsell and cross-sell of policies.

CRM 52

CRM Insurance Healthcare Manufacturing 52